Friday, November 17, 2017

It seems like everyone wants to be an entrepreneur and get rich these days. As a business mentor, I sometimes feel besieged by people begging for my view and support of their latest idea. In reality, I like most ideas, but I have to tell them that the real challenge is taking the inspiration from a dream to a business reality. All the evidence says that over 99% fail to make that leap.

So a better question than asking about the quality of an idea, is asking about the quality of your plan to implement the idea. There are lots of resources available for that question, including the Internet and mentors like me. It’s really a multi-step process, with the first step getting you from an idea to a viable product, and the remaining steps creating a sustainable business.

As an example of a good resource, I enjoyed a classic book, “Idea To Invention,” by Patricia Nolan-Brown, that does a great job on the key steps. Here is my interpretation of her realistic process for deciding and then actually taking your inspiration from an invention idea to a sustainable business:

It all starts in your head (think it). Start with what you know, but think outside the box. As you think and explore and imagine the possibilities for new products, remember that it should have a broad opportunity, appeal to people who have money to buy, and needs to have pizzazz to get people’s attention in this age of information overload.

Now get real (cook it). Before you get too excited, it’s time to do some homework. Find out if something very similar is already selling, and who your competition would be if you proceed. Ask some potential customers to see if there is real interest, and start thinking about price versus cost. Look hard at the technology for feasibility and risk.

Keep thieves away (protect it). Limit your disclosures to people you trust, and learn the use of non-disclosure agreements (NDA). File at least a provisional patent and one or more trademarks. Be wary of crafty shysters who will flood your mailbox with official-looking mail offering to help for a fee, or demanding fees you forgot to pay.

Make ‘em want it bad (pitch it). “Pitching” is the insider term for presenting your product idea to people who could conceivably buy it or fund your efforts. Start by developing an “elevator pitch” that you can deliver in 30 seconds to hook a potential investor. Attend trade shows and network to find the right players and pitch your product.

Factory in the garage (make it). This is the point where you work on the specifics of being able to deliver your product or service. Relevant questions include the type of business entity (LLC or C-Corp), licensing or manufacturing, sales and marketing, and staffing. It’s also time to build prototypes to make the product come alive.

Continuous improvement (replace it). Once you have a real product, and it’s actually selling itself online, or on store shelves, you may think you can just sit back, relax, and collect your riches. But remember that complacency kills, and you always need to be thinking of the next product iteration, new territories, and new competitors.

Thus you see that framing your idea is the first of at least six steps in making it a business, and probably less than one percent of the entire effort required. Now you see why no one should judge business success potential by the idea alone. I’ve heard the pitch for many million-dollar ideas, but I haven’t seen anyone pay that for one yet.

In fact, the common element in all these steps is “you.” Investors learned this a long time ago, so most will tell you that they invest in people, not ideas. They safely assume that an entrepreneur with the right attributes will start with a great idea, and spend their time honing and presenting a great plan to deliver, leading to a successful business.

You don’t need the intelligence of a genius to cash in on your dream, and you don’t have to be born with special genes to be an entrepreneur. But you do have to be passionate, positive, determined, and a problem solver to get it done. Talkers and dreaming without follow-through will fail. Are you ready to cash in on your inspiration, or are you comfortable in the other 99 percent?